Free Multi-State Pricing Audit
Excise is not the same in any two states, so a national SRP does not give you a national FOB. Add your markets, set a floor, and see exactly where the FOB falls through it — and what it would take to hold.
These are held constant across every market. The state is what changes.
Trim the retail and distributor margins in tight markets to hold your floor.
| Market | Retail % | Distributor % | Trade spend % | Excise / case | FOB / case | Floor | Supplier GP% | Supplier net / case |
|---|
The shelf price is the fixed point. Working down from it, the retailer takes its margin, the distributor takes its margin off laid-in cost, and what is left after freight, state excise and other taxes is the FOB you actually clear:
FOB = SRP × (1 − retail %) × units × (1 − distributor %) − freight − excise − other taxes
Excise is the only term that moves when you change states, and it moves a long way — Kentucky charges a wine brand roughly nineteen times what California does per gallon. That is the compression. When a market falls through your floor, the tool solves the distributor margin that would put it back on the right side and tells you what it is, so the concession is a decision rather than a surprise.
ABV matters here. Six jurisdictions in this table step to a higher wine or spirits rate above a threshold, and an audit that ignores ABV uses the wrong rate in every one of them. Enter the real ABV and the audit steps with it.
Planning estimate only — not tax or legal advice. State excise is applied from a maintained reference table and flagged where a rate is flat or a jurisdiction is control. Verify the excise class for your product and market, and confirm final figures with your distributor.